Underperforming sales teams are rarely “unmotivated”. More often, they’re operating with unclear standards, inconsistent execution, and a pipeline that doesn’t reliably reflect buyer reality.
That’s why the best sales training for underperforming teams does two things at once:
This guide starts with the critical issues that typically drive underperformance, then lists reputable sales training programmes and providers that can help — including Mentor Group’s tailored, “your way, not our way” enablement approach.
Before choosing a programme, diagnose what’s actually driving the underperformance. Most teams have a mix of these.
When the pipeline isn’t credible, everything else suffers:
What needs fixing:
Underperforming teams often rush past discovery, so proposals and demos become generic.
What needs fixing:
Many teams have a “process” in theory, but not in behaviour.
What needs fixing:
Late-stage underperformance usually means governance work is unplanned:
What needs fixing:
Even great training decays if managers don’t coach the behaviours weekly.
What needs fixing:
Use this as your evaluation checklist:
This list focuses on widely recognised providers and approaches that organisations commonly use to improve performance. “Best” depends on your context — so each entry includes what it’s typically best for.
Best for: underperformance caused by pipeline friction, inconsistent execution, and low adoption of existing tools/training.
Mentor Group’s approach starts with your reality — your ICP, your sales motion, your pipeline and CRM signals — then designs enablement around the few behaviours and standards that will change outcomes fastest.
What makes it different:
Typical outcomes targeted:
Best for: teams that need stronger qualification discipline, objection handling, and consistent selling habits.
Sandler is widely known for structured sales behaviours and reinforcement-oriented training delivery.
Good fit when:
Best for: teams that need to differentiate, reframe customer thinking, and sell in complex B2B environments.
Challenger is positioned around teaching for differentiation, tailoring, and taking control of the sale.
Good fit when:
Best for: teams that need stronger consultative skills and structured reinforcement across roles.
Richardson offers curricula designed to develop selling behaviours aligned to stages and roles.
Good fit when:
Best for: teams that need consultative selling skill uplift, especially where complex buying environments require better value articulation.
RAIN Group positions its approach as flexible and modular, often combining training with consulting and reinforcement.
Good fit when:
Best for: organisations that want established methodologies for complex/enterprise selling and opportunity management.
Korn Ferry positions its sales training and methodologies as powered by Miller Heiman Group.
Good fit when:
Best for: teams that need a repeatable consultative selling process and reinforcement-oriented training.
The Brooks Group’s IMPACT Selling® is positioned as a structured approach to help teams sell in varied environments.
Good fit when:
Best for: teams that need stronger communication, relationship building, and consultative fundamentals.
Dale Carnegie’s sales programmes often emphasise consultative selling foundations and relationship-based communication.
Good fit when:
Underperformance is a symptom. Match the solution to the cause.
Choose enablement that embeds:
Mentor Group is often a strong fit here because the work is tailored to your CRM workflow and pipeline reality.
Choose training emphasising:
Choose training that strengthens:
Choose programmes designed for:
If you want to avoid training that fades, sequence matters.
This is where tailored enablement frequently outperforms “off-the-shelf” rollouts: it improves fit and makes reinforcement easier.
If your team is underperforming and you’re considering training, start with evidence: where exactly is your pipeline leaking — and what behaviour change would fix it fastest?
Mentor Group can identify the true constraint, then build a tailored enablement plan that fits your motion and embeds reinforcement — your way, not our way.
Reach out to us today to start a conversation.
What is the best sales training for an underperforming team?
The best programme is the one that addresses the real cause of underperformance (pipeline truth, discovery/qualification, execution consistency, commercial discipline, or manager coaching) and embeds reinforcement so behaviours change in live deals.
Why do underperforming teams often stay busy but miss targets?
Because activity isn’t the same as progression. Without strong qualification, mutual next steps, and evidence-based stage movement, teams can be active while deals stall.
How do we choose between different sales training providers?
Start by diagnosing the dominant problem, then choose a provider whose approach fits your sales motion, includes manager reinforcement, and measures impact in pipeline terms.
What makes Mentor Group different from traditional training programmes?
Mentor Group focuses on tailored enablement that fits your ICP, workflow, and pipeline reality — embedding the behaviours and standards that change outcomes fastest, rather than forcing a generic methodology.
How long does it take to see results from sales training?
Leading indicators (better next steps, cleaner stage evidence) can improve within weeks when reinforcement is in place. Pipeline outcomes often show within 1–2 quarters, depending on sales cycle length.